ORSA TECHNOLOGIES LLC Solution-Based Engineering and Analytics How - PDF document

Arizona Chapter The Aerospace & Defense Forum October 13, 2016 ORSA TECHNOLOGIES LLC “Solution-Based Engineering and Analytics” How 8(a) Companies Survive and Thrive in the Federal Market Jonathan Woodruff | President & CEO | Woody@ORSATechnologies.com SBA Certified 8(a) and Service Disabled Veteran Owned Small Business (SDVOSB) ORSA.co | 420 East Fry Boulevard, Sierra Vista, Arizona 85635 | 520-335-1265 The 8(a) Program SBA’s 8(a) Business Development (BD) Program offers a broad scope of assistance to small businesses for which you might be eligible Designed to help small, disadvantaged businesses compete in the federal marketplace Helps socially and economically disadvantaged entrepreneurs Commercial and Government markets Primary owner(s) must control 51% and manage the company 1

Arizona Chapter The Aerospace & Defense Forum October 13, 2016 The Benefits Specialized business training, counseling, marketing assistance and high-level executive development SBA-guaranteed loans and bonding assistance Sole source contracts Mentor Protégé and Joint Venture arrangements 8(a) Types Super 8(a) • Sole source any contract of any value • Sole source contract cannot be challenged by another participant or any other party ( § 124.517(a)) • May form and operate multiple 8(a) companies without regard to affiliation • Affiliation rules, applicable to size standard determinations by the SBA, do not apply to tribal 8(a) enterprise • Any firm that is owned 51% or more by a tribe is presumed to be socially disadvantaged without formal explanation (see § 124.112(b)(2)). This avoids having to produce a substantial amount of evidence to prove disadvantaged status. A tribe, though, must show that it is economically disadvantaged. 2

Arizona Chapter The Aerospace & Defense Forum October 13, 2016 8(a) Types (Cont.) 8(a) • Sole source contracts up to $4 million for goods and services and $6.5 million for manufacturing • Set-aside contracts reserved exclusively for 8(a) participants • Sole source contract cannot be challenged by another participant or any other party (S. 124.517(a) • Forming Mentor-Protégé and Joint Venture teaming agreements to reach larger contracts • Maximum of 9 years in the program 8(a) Certification Process Collect official copies of articles, licenses, and permits Obtain DUNS Number from Dunn & Bradstreet Obtain Tax Identification Number or Employer Identification Number from IRS Create a profile in the Federal Government’s System for Award Management (SAM.gov) Get a free SBA General Login System User ID Complete the application online Mail the application package, supporting documents and checklist to the SBA 3

Arizona Chapter The Aerospace & Defense Forum October 13, 2016 Marketing to Win Fort Huachuca marketing efforts Fort Huachuca organizations Annual revenue by organization Key requirements by organization US Army Contracting Command – Fort Huachuca Opportunity Advancement Contract Award – PM Delivering Excellence Level 5: • Signed contract with a confirmed start date • Sale completed handoff to PM/Task Lead • A qualified PM is selected, project planning, start-up and execution begin RFP Out and Proposal Efforts On Going Level 4: •Data Calls produced •Deliver detailed pricing •Contracts for review and/or approval Capture Development NDA & TA Level 3: •Qualified opportunities with confirmed partners •Work Share defined against the clients/partners requirements, plans or mission •Value proposition is delivered to client/partner w/ features, advantages & benefits Partner or Prime Strategy Level 2: •Opportunities are discussed with partners, then qualified •Opportunities are vetted against client requirements •Opportunities are reviewed at sales team level and bid/no-bid decision by C-Staff Pipeline/Forecast/Bid Agenda Level 1: •Ideas not vetted and unqualified are presented weekly •Opportunities align with the strategic plan, marketing plan or bid agenda •Strategic Plan, Emerging markets and prospective clients / partners 4

Arizona Chapter The Aerospace & Defense Forum October 13, 2016 Opportunity Management Discovery Discovery Shaping Shaping Proposal Proposal Negotiation Negotiation Delivery Delivery Close out Close out Waiting until the RFP Recovering from Analyzing industry Positioning comes out to put any engineers trends & Products and together change orders evaluating our Services strategic or clarifying marketplace before a information and questions specific organize our form the KO opportunity is Proactively ID approach invites identified. Request a debrief segments of the disaster and on all Engage clients early market we want automatically proposals and often, long to compete in lowers the pwin submitted before by 50% developing Conduct internal Process begins after specific after action the proposal opportunities review and drops record Good planning and Use a systematic, lessons preparation repeatable set of learning save dollars activities ensures and improve A repeatable and that the proposal our PWIN predictable is compliant, percentage process for responsive, handing off Capture planning strategically from sales to drives great sound, consistent delivery and Proposal and on time beyond Planning 8(a) Strategies 8(a) Mentor-Protégé Strategy & Benefits 8(a) to 8(a) Partner Strategy & Benefits 8(a) to Large Business Strategy & Benefits ORSA Technologies - Management of an 8(a) Company • Facility Clearance • Subcontracting • Past Performance • DCMA and DCAA Certifications 5

Arizona Chapter The Aerospace & Defense Forum October 13, 2016 8(a) Acquisition Strategy ORSA Technologies, – Direct Award Acquisition Strategy 8(a) sole-source provides a simplified and shortened acquisition option – measured in days Lowered admin costs – evaluating one response verse multiple Directly negotiated best value pricing – time and cost control Agency credit for small business promotion Subject Matter Experts – with a history of supporting this high- priority, emerging functional area $4M or less effort for Services and Materials SBA SBA Agency Agency 8(a) 8(a) Agency Agency 8(a) 8(a) SBA sends SBA sends certifies certifies sends sends company company prepares prepares Agency Agency company company acceptance acceptance 8(a) 8(a) RFP/RFQ RFP/RFQ responds responds award / award / sends copy sends copy markets to markets to letter to letter to company company to 8(a) to 8(a) to to Purchase Purchase to the SBA to the SBA Agency Agency Agency Agency eligibility eligibility company company RFP/RFQ RFP/RFQ Order Order Strategically Focused Management Commitment Quality Benefits We manage our Our Quality ORSA Vision contracts by Assurance approach accomplishes nurturing customer applies quality– objectives by Federal Services provider of choice for Engineering relationships built conscious work aligning our Services, Information Technology Services, on trust, practices in all day- program support Intelligence Surveillance and Reconnaissance communications, to-day activities closely with our Services , and Operations & Maintenance Services. dependability, with program and customer’s integrity, quality functional organization and To achieve our vision we understand we must be and dedication. We management minimizing layers recognized by our Clients, Employees, and Partners directly involve and personnel providing of corporate as a company that understands requirements, Management engage our guidance to staff. It management Capacity. ORSA customers from the also incorporates oversight. provides the best and most highly skilled employees Technologies LLC very start to ensure periodic, and consistently produces strong results at a brings over 25 years quality service and independent audits, competitive price. of experience satisfaction. We through the Quality managing extend our Control Manager, to workforces across corporate quality ensure compliance Relationships – Results – Growth multiple locations. culture to each task with corporate We utilize the best by applying the policy and provide We leverage our practices from the following an effective means proven “People, Project management to promote and Mission Process & Tools” Management principles: confirm continuous methodology to Deliver superior, professional services to Institute and have improvement while • Customer provide responsive Certified Project providing feedback government and commercial markets that are action and effective Satisfaction Management on performance. recognized by our client as “Quality Advantage”. • Staffing Expertise communications Professionals • Quick Response across the team. (PMP) in Our mission success depends on making a “Quality • Comprehensive management roles Advantage” with People – Process – Innovation & Oversight to implement a Our Performance Technology. • Continuous proven structured Approach will use a Improvement approach to combination of Our comprehensive Corporate Management planning and industry-proven executing multiple processes and tools Support includes Quality, Program, Contract, events across the along with new Financial, Sales and Relationship Management. contract. innovative ideas. 6